Vice President of Sales and Marketing
August Roofing, Inc.
Simi Valley, California
www.augustroofing.com

OVERVIEW

In response to changes in the marketplace and an increasingly competitive business environment, August Roofing, Inc. recognizes the need to take purposeful steps to strengthen its position.  The Senior Vice President of Sales and Marketing is a newly created role to grow sales in all markets and to introduce new, non-traditional channels of distribution.  This role will develop innovative strategies for future growth, maximize a synergistic relationship between the company’s sales and marketing departments and formulate ways to utilize sales channels to the fullest advantage.

THE COMPANY 

August Roofing, with headquarters in Simi Valley, California serves the commercial, public-governmental and residential roofing needs in southern and central California and is a licensed roofing and general contractor.  Corporate offices are in a recently remodeled, fully technology-equipped 2500 sq. ft. office-industrial complex with a large service/storage yard.  August Roofing is well capitalized, with substantial financial reserves, no debt and is in good standing with the Better Business Bureau and the California State License Contractors Board. 

Integrity is a hallmark of August Roofing; their operations and conduct are by the letter and spirit of the law with the leadership integrating Judeo-Christian ethics in all aspects of the business.  They bring decades of experience in providing expertise and excellence to every job they do, while their civic, church, and charitable involvement is recognized and appreciated in the community.

They have a strong, collegial, loyal team of approximately 25 employees with the average tenure being ten years.  A ‘lone ranger’ attitude is not desired nor would it fit well with this team.   

Revenues have remained in the $2-4 million range with the majority of business coming via referral and repeat customers.  It is anticipated that revenue will be between $7-8 million within the next four to five years.

Chris Dyck, President/Owner

In 1985, Chris Dyck began in the roofing and construction trades, learning and gaining experience in all phases of the roofing business.  Six years later, he started August Roofing, Inc. as the President and CEO and has developed an impressive mastery of roofing and construction.  As an owner, "pride of workmanship" is something Chris insists on, and to insure this he is involved with every job.  He has implemented professional systems and standards but is not seen as bureaucratic. As a resident of Moorpark, Chris is actively involved with his church and enjoys spending time with his wife and three children.

THE POSITION

This is an exceptional opportunity to join an established organization with opportunities and challenges allowing an outstanding sales and marketing executive to shine.  There is an entrepreneurial element to this role, creating much room for innovative thinking and creative problem solving.  The role involves people management responsibility with opportunity to take the company to a new level.   The contributions of the VP of Sales and Marketing will be highly instrumental in shaping the future direction of the company. 

Reporting to the President/CEO, the VP of Sales and Marketing will be a key partner on the executive leadership team working with the President to assess the company’s abilities and resources  .  When the revenue reaches the 7-8 million/year range, the VP of Sales and Marketing will have three to five direct reports, several of whom will be hired by the successful candidate.

August Roofing is open to and embraces internal progress.  The VP of Sales and Marketing will be instrumental in creating a new vision and strategic plan to grow revenue for the company. This will involve assessing the entire roofing related industry and helping the team implement, refine and adjust the strategic plans.  This person will grow sales with existing customers, identify new markets, services and partner relationships which may involve potential acquisitions.

The primary purpose of this position is to grow the company’s sales, profitability and member value in all its markets by recommending and ensuring the successful implementation of strategic and tactical initiatives.   Initiatives will include new revenue streams, promotion using in-depth and competitive analysis and the ability to partner collaboratively with the President/CEO’s knowledge of the roofing/construction business to ensure the achievement of results.

Some key objectives of this position are:

• Setting up effective communications to the company’s customer base.
• Evaluating current team members and making changes where necessary in the sales and marketing areas.
• Develop the sales team to become true "business developers/hunters” as well as effective sales professionals.
• Hiring, training, motivating and leading the sales and estimator personnel. Completing a success plan for all direct reports to include recruitment, individual development and evaluation.
• Establishing targeted market share with measurable return on dollars spent by defining market, competitor’s share, competitor’s strengths and weaknesses and forecasting projected business.
• Leveraging the marketing database and targeting services to appropriate segments.
• Offering secondary services such as inspection services, maintenance contracts, and solar installation.
• Completing successful negotiation of vendor contracts to increase value and improve profitability, while maintaining strong relationships.
• In conjunction with the President/CEO, developing a targeted business plan to grow profitable segments in the member portfolio. 
• Helping to engender positive change within the company where and when needed, including productivity (working smarter), consistent application of market knowledge, and professional development within his/her areas of responsibility.
• Improving company marketability and profitability by researching, identifying and capitalizing on market opportunities.
• Improving company image and coordinating new services development.

EXPERIENCE, ABILITIES AND CHARACTERISTICS

The VP of Sales and Marketing for August Roofing must have a strong background in sales and marketing management with prior leadership responsibility, preferably in an industry where products or services are sold both to the consumer and B2B markets (Currently, the Consumer/B2B ratio represents 60/40% of the leads and 30/70% of the sales).  This role also requires a background in business development and establishment of business relationships, with proven ability to source, identify, investigate and assess opportunities while developing the key relationships necessary for execution. The person must be an outstanding negotiator, skillful and diplomatic in tackling difficult customer situations/concerns and contracts. In addition to expertise in proactive and aggressive sales and business development, the VP of Sales and Marketing must be able to transfer this knowledge to the sales organization in order to provide and develop the resources and tools necessary to continually develop the sales team’s confidence and effectiveness. Experience in devising strategies to positively motivate the sales force, including developing effective compensation plans will be needed.   It is imperative that this individual be someone with an interactive management style, who will promote a team-oriented environment, be easy to work with and will be able to motivate and inspire others to achieve the goals.

The successful VP of Sales and Marketing must have a flexible mindset to succeed within the organization and must be a big picture, strategic thinker, utilizing a high degree of innovation and creativity in devising solutions.  The ideal candidate will preferably have worked in an environment using a thorough, disciplined marketing approach, yet have a flexible approach to marketing.  This person must have the ability to get the most from the marketing budget, including familiarity with “guerilla” (www.gmarketing.com) marketing principles and techniques.  He or she must be marketing and customer driven, with a strong understanding of what drives the customer and proven ability to predict market trends.

Even though knowledgeable in his or her field of sales and marketing, this person will understand what he or she doesn’t know specifically regarding the technical aspects of the roofing industry and seek advice—a genuine humility will be evident in the successful candidate.  The person will have a collegial style and ability to produce results through influence rather than relying solely on direct authority.

To be successful in this new role and in the organization, the person must be confident and self-assured.  He or she must be highly self motivated.  This is a complex role requiring excellent time management with the ability to prioritize and juggle multiple activities effectively.  The challenges of the position require someone who is highly focused on the end goal and able to determine/execute the necessary steps to get there.

The responsibilities of this role require excellent verbal and written communication and presentation skills, as well as strong interpersonal skills.  The individual must be comfortable in “selling” his or her ideas both formally and informally, but also must be able to respect the concerns and opinions of others thus building support for the final decision.

Additional qualifications desired:

• Willing to embrace the company’s core values of Quality, Integrity and Passion.
• Bachelor’s degree in business administration, marketing, advertising, construction management or related discipline. 
• At least 7-10 years experience in sales and marketing leadership responsibilities at the management level in a company with revenues of $2 million or more. Construction industry related experience is valuable, but not required.
• Ability to effectively multi-task, managing numerous key initiatives simultaneously.
• Strong performance orientation and focus on results—must be able to sell and teach others to sell. Excellent at salesmanship, relational skills, and “reading” people.
• Experience in preparing an annual budget; expanding sales within budget; scheduling expenditures; analyzing variances; initiating corrective action if needed.
• Success in developing and building strategic partnerships and negotiating contracts.
• Experience in the sales and marketing environment, combined with experience in a less structured, more entrepreneurial environment, or demonstrated ability to function in an entrepreneurial/innovative role in a changing marketplace.
• Posses strong sales methodology knowledge (i.e. effective call backs, how to overcome price objections, time management, closing techniques, asking good questions)
• Demonstrated ability in completing successful negotiation of vendor contracts (i.e., getting on preferred bid lists) to increase value and improve profitability, while maintaining strong relationships.
• Strength in networking and enjoyment of social interaction; while the candidate must be comfortable and excel in interpersonal relationships, the more solitary aspects of the positions (report preparation, financial analysis) with which the candidate must also be proficient are also important.
• Strong work ethic (very responsive/flexible when the need arises), yet with balance to her/his personal life. He or she will be a team player; ready and willing to “roll up their sleeves” and assist where needed.
• Unquestioned integrity and an astute negotiator; good at devising “win-win” solutions.
• Demonstrated ability to meet deadlines. Proactive versus reactive.
• A “winsome” personality that wears well over time while building long term relationships.  People want to work with this candidate and enjoy her/his company, yet the candidate has the ability to hold the team accountable to goals and objectives.
• A business builder who has led a business in an upward trend.
• Experience with ACT software, use of Word, PowerPoint, Excel and database management.
• Understanding of contracts.
• Experience with prevailing wage/union environments would be a bonus, but not required.
• Willing to update job knowledge by participating in educational opportunities; reading professional publications, maintaining personal networks and participating in professional organizations.

THE OPPORTUNITY

The company offers a strong base salary with a profit-based incentive plan.  There is a company contribution towards health insurance and vacation benefits. Future equity is also a possible discussion point.

Living in the Ventura County area is one of the most desirable locations in Southern California with a dynamic demographic market.  The quality of life is great!

Our client is an equal opportunity employer and does not discriminate based on race, age, color, religion, sex, national origin, veteran status or physical handicap.

We fully respect the need for confidentiality of information supplied by interested parties and assure them that their backgrounds and interests will not be discussed with anyone, including our client, without their prior consent, nor will reference contacts be made until mutual interest has been established.